Colin Day. He’s the chairman and CEO of a company called iCIMS which he founded in 2000 with a vision to deliver applicant tracking software, emphasizing easy-to-use, unparalleled, customer service. iCIMS is the largest stand-alone provider of talent acquisition software in the industry and stands among Forbes top 100 fastest growing private cloud companies in the country Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Satya Nadella and Marc Benioff Favorite online tool? — Office 365 How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – “Trust your gut and trust your instincts”   Time Stamped Show Notes: 01:08 – Nathan introduces Colin to the show 01:47 – iCIMS know they’re winning by customer base 02:02 – iCIMS is next to Oracle 02:37 – iCIMS has a bedrock product that is their applicant tracking system 03:07 – iCIMS is a SaaS business 03:39 – iCIMS has multiple products, but the main product is the tracking system 03:52 – It handles compliance around data 04:14 – Pricing varies 04:21 – Recruitment becomes an important part of a company when they reach 100 employees 04:37 – iCIMS has price buckets that fit the smaller market, mid-sized and high-end markets 05:10 – How Colin started a SaaS business in 1999 05:17 – Colin graduated from Cornell with a degree in Psychology 05:23 – Colin wanted to do something entrepreneurial 05:38 – Colin’s first client was from New Jersey 05:56 – Colin was logged into Comrise's proprietary system 06:21 – Colin then thought to buy the rights to Comrise’s proprietary system to start his own company 06:48 – Colin started as a recruiter in 1997 07:36 – The CEO of Comrise believed in Colin 08:43 – Colin saw an opportunity and bought the system 08:57 – The CEO of Comrise loaned Colin the capital for iCIMS 09:40 – When Colin was working as a recruiter, they couldn’t find enough technology to work 09:55 – It was a “hey day” when Colin spun out 10:20 – The capital was called a payroll loan 10:48 – Colin will call the CEO every time he needed money 11:11 – Colin didn’t negotiate equity upfront 11:37 – iCIMS was charging monthly 12:23 – Current team size is around 650 12:33 – In November, they’ll be moving from New Jersey to Old Bell Labs HQ 13:06 – iCIMS has grown without any outside money other than the loaned capital 13:17 – iCIMS has brought in a private equity company 14:14 – The money from the private equity company went directly towards the equity and not on the operational side of the company 14:29 – Besides getting an outside investor, it is also a good choice to get a private equity company 15:22 – Colin has a desire to win 16:12 – iCIMS’s mandate is to convince the world to be contrarian 16:51 – Colin wants iCIMS to be the definition of winning 17:30 – Colin tries to always stay focused 18:18 – CAC 18:43 – Average annual contract price is around $30K 19:50 – Average MRR 20:40 – The Famous Five   3 Key Points: Don’t be afraid to ask someone about their business plan. Always desire to win and stay focused – it works. Trust your instincts; don’t doubt yourself.   Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives